What are the responsibilities and job description for the Head of Arabia & India and Global Travel position at FOOD INFOTECH - MAGAZINE FOR FOOD PROCESSING INDUSTRY?
ResponsibilitiesArabia & India :
Detailing the channel landscape in Arabia and India markets, and appointing key channel partners for hospitality and travel verticals.
Defining optimal servicing model for each target operator type.
Develop Distributor Sales Rep (DSR) incentive program with channel partners to scale penetration of Dove B2B range across relevant channels in USA.
Ensure flawless fulfillment of stocks to acquired National Accounts via operational cadence with Distribution partners.
Manage ‘off-the-shelf portfolio’ Dove range for Distribution across Channels via Distribution Partners to service small & independent operators.
Own the national accounts funnel E2E, acquire and manage national key accounts in each vertical.
Working closely with SC & R&D on cost-saving opportunities to improve Mix profitability.
Liaise with respective Channel Marketing leads to ensure Unilever Partnerships participation in key industry events relevant to our verticals.
Data-driven business development : developing joint business plans with key accounts using secondary sales, channels coverage and inventory status reports.
Global Travel Vertical
E2E ownership and gatekeeping of global travel accounts (Airlines, Cruises, Travel Retail) funnel.
Aggressively network with travel industry decision-makers : global and regional CPO’s and Guest Experience teams, actively nurturing these relationships.
Outside-In : Match buyers’ portfolio and commercial needs with relevant Unilever brands and product categories, and lead a cross-functional Design team to commercialize bespoke solutions.
Develop multi-modal partnership framework with international airline accounts that creates a long-term strategic relationship.
Liaise with Channel Marketing lead to exhibit in key industry events and participation in major international and national Airline and Travel Retail events.
Co-lead Travel portfolio development with Channel Marketing lead, ensuring key insights, trends and commercial angles are captured.
Actively glean and share learnings and best practices across markets, to raise collective knowledge of the team in setting up and managing a ‘right by design’ RTM for Travel accounts.
Develop strong joint business plans with key accounts, with strong cross-functional teams connect – cementing Unilever as a strategic top-of-mind vendor partner among Account’s category teams.
Requirements
At least 5 years of Business Development experience in B2B selling to Hospitality / Travel channels in Arabia & India markets in non-food categories such as beauty / personal care / hygiene.
Desired Skills
Can Do attitude and result-orientation.
Strong Key Accounts Management.
Effective communicator with good financial acumen.
Strong negotiation skills with proven ability to create win-win partnerships.
Self-starter with a growth mind-set.
Sound business judgement.
Calm and Composed personality to deal with a high-stress KA’s environment.
Ability to lead a cross-functional team towards clearly defined business goals.
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